The Difference: Nonprofit Fundraising in a For-Profit World

Jay Werth, Host
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In every community, nonprofits compete within a narrow band of funders. Many struggle to stand out and make their case the most compelling. What difference allows your nonprofit to reach fundraising goals and achieve financial sustainability? In each episode, an expert addresses what makes the difference for major investments, feasibility studies, campaigns, and effective organizations.

  1. 3D AGO

    From Charity to Investment: A Mindset Shift for Philanthropy

    Send us Fan Mail Major donor fundraising is changing, and fast. In this episode, Convergent's Tom Ralser joins Jay Werth to unpack the rise of “impact giving.” Drawing from new 2026 research from the Dorothy A. Johnson Center for Philanthropy and Giving USA, we explore why donors are increasingly focused on measurable outcomes, strategic engagement, and ROI-style philanthropy. Tom shares practical insights on donor communication, restricted gifts, impact reporting, and how nonprofits of every size can adapt to the more investor-minded generation of philanthropists. We also discuss the risks for a sector increasingly dependent on fewer, wealthier donors, and what fundraisers can do now to prepare for the years ahead.

    23 min

  2. APR 22

    Beyond the Gala

    Send us Fan Mail Are fundraising galas truly worth the investment, or are they being misunderstood? In this episode of The Difference, a podcast from Convergent, Host Jay Werth sits down with Justin Goodhew, CEO and Co-founder of Trellis, to unpack how nonprofits can rethink events as more than one-night fundraisers. With experience helping over 500 organizations raise more than $100 million, Justin brings a data-driven perspective to one of the sector’s most debated strategies. The conversation challenges a common assumption: that events should be judged by immediate net profit. Instead, Justin reframes them as “moments of belonging”, powerful opportunities to build long-term donor relationships and unlock future revenue. Together, they explore: Why traditional ROI metrics fail to capture the full value of eventsWhere “hidden revenue” lives beyond the night of the galaHow events create uniquely human connections in an increasingly algorithm-driven worldThe most overlooked data points nonprofits should be tracking and how to capture them without sophisticated toolsPractical tactics like “Donate Your Bid” and multiple giving drivers to increase engagement without creating donor fatigueHow to reduce friction in the giving experience and avoid leaving money on the tableThe episode also dives into post-event strategy, including the critical follow-up window and how to turn one-time attendees into lifelong advocates. Plus, a rapid-fire lightning round covering: Galas vs. golf tournaments for long-term ROIThe biggest “revenue leak” at nonprofit eventsThe one data point every fundraiser should sync to their CRMAnd what the future of fundraising really looks likeJustin makes a compelling case that the organizations best positioned for long-term resilience are those that create meaningful opportunities for people to gather, connect, and belong. To learn more and access additional resources, visit convergentnonprofit.com. Thanks for listening to The Difference... and for making a difference in your corner of the world.

    25 min

  3. APR 6

    Fundraising From the Trenches: What Can Go Wrong (and How to Fix It)

    Send us Fan Mail In this episode of The Difference, Host Jay Werth sits down with his Convergent colleagues  Erin Bemis, Greta von Unruh, and Andy Brubaker to unpack what really happens with fundraising ... the wins, the missteps, and the lessons learned along the way. Drawing from years of experience, the team shares candid stories from the field, highlighting common pitfalls like not following a strategic plan and chasing short-term dollars instead of building long-term relationships. At the heart of every success, and every failure, is one critical factor: relational equity.

    24 min

  4. MAR 16

    Soar, Don’t Settle: Leading with Energy, Entrepreneurship, and Community Impact

    Send us Fan Mail Tom Ulbrich, Chief Energy Officer at Goodwill of Western New York, joins Host Jay Werth to discuss how nonprofit organizations can adopt entrepreneurial strategies without losing sight of their mission. From developing talent and investing in people to creating innovative revenue streams, Tom explains how Goodwill of Western New York blends business discipline with social impact to create lasting change in the communities it serves.

    21 min

  5. MAR 1

    Stronger Together: Announcing The Convergent + RDG Merger

    Send us Fan Mail In this special episode of The Difference, Host Jay Werth speaks with Brian Abernathy, General Manager, Convergent, and Clint Nessmith, CEO of Resource Development Group, to discuss the merger uniting the two respected fundraising firms. The partnership expands national capacity, strengthens board-led capital campaign execution, and brings together the largest dataset in economic development fundraising. Brian and Clint share the strategic vision behind the merger, what it means for current clients, and how the integrated team will support economic development, chambers, and philanthropic organizations moving forward. Tune in for a concise look at what this next chapter means for fundraising nationwide.

    16 min

  6. FEB 23

    Beyond the Transaction: The Art & Science of Donor Connection

    Send us Fan Mail Fundraising can often feel like chaos, spreadsheets, shifting metrics, donor churn, and constant pressure to hit the next goal. But what if the real breakthrough isn’t in more tactics… but in a fundamental mindset shift? In this episode, I sit down with Erik Tomalis, Chief Revenue Officer at Avid and a fundraising leader with more than 20 years of experience and 4,000+ face-to-face donor solicitations. Erik has helped raise millions for healthcare, education, human services, and youth-focused nonprofits and now he’s helping organizations simplify and scale their efforts through the first AI-powered Fundraising Operating System built specifically for nonprofits. We explore: What “chaos” really looks like inside fundraising teams—and why it’s so hard to cut throughThe hidden costs of transactional donor relationshipsHow to shift from spreadsheets to communityThe 1–2 data questions that actually matterWhy retention breaks down and how to fix it in the first 90 daysHow to empower fundraisers to act with clarity and confidenceIf you want to stop chasing numbers and start building lasting donor relationships, this episode is for you.

    16 min

  7. FEB 9

    What Engaged Boards Do Differently

    Send us Fan Mail In this panel discussion of The Difference led by Convergent's Andy Brubaker and Pam Reid, the two are joined by Jeff Baldwin, CEO (Ret) of the Bloomington Boys & Girls Club, along with Melanie Conner of Rainbow Village, to unpack what effective board engagement really looks like in practice. The conversation begins by setting the stage, examining why ongoing engagement matters and the most common challenges organizations face in keeping board members meaningfully involved. The panel then explores proven strategies that foster participation, strengthen relationships, and motivate board members through clarity, recognition, and purpose. Drawing from firsthand experience, the panelists share real-world case studies, quick wins, and long-term approaches that help boards move from passive oversight to active leadership, offering practical takeaways nonprofit leaders can apply immediately.

    27 min

  8. JAN 26

    What’s Next for Fundraising: Key Signals Shaping 2026

    Send us Fan Mail In this episode of The Difference, host Jay Werth sits down with members of Convergent’s Philanthropic Services team for a forward-looking discussion on trends from across their 2025 client work and what it means for fundraising in 2026. The conversation explores major forces shaping the sector, including the Great Wealth Transfer, shifting major-gifts strategies driven by generational decision-making, anticipated changes in federal grant funding, and the growing role of AI in fundraising. Together, these insights offer practical guidance for nonprofit leaders preparing for a rapidly evolving philanthropic landscape.

    45 min
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Ratings & Reviews

5
out of 5
3 Ratings

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In every community, nonprofits compete within a narrow band of funders. Many struggle to stand out and make their case the most compelling. What difference allows your nonprofit to reach fundraising goals and achieve financial sustainability? In each episode, an expert addresses what makes the difference for major investments, feasibility studies, campaigns, and effective organizations.

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